Territory Manager

Career Area:

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar yourejoining a global team who cares not just about the work we do but also about each other. We are the makers problem solvers and future world builders who are creating stronger more sustainable communities. We dontjust talk about progress and innovation here we make it happen with our customers where we work and live. Together we are building a better world so we can all enjoy living in it.

About MWM

MWM a Major Brand With more than 150 Years of Experience in Distributed Energy Generation and a fully Caterpillar owned affiliating member

Since 1871 we have been developing and producing sustainable gas engines and gensets in Mannheim. With its MWM brand Caterpillar Energy Solutions can look back on a tradition more than 150 years old always guided by the pioneer spirit of our founders Carl Benz and August Ritter. The enthusiasm and innovative strength of our engineers have always continued to yield new cutting-edge solutions. They contributed to MWMs becoming what it is today one of the leading and most renowned brands in the field of gas engines and gensets.
We thus continued to improve the output rating efficiency and reliability of the MWM cogeneration systems and gas engines that are distributed from Mannheim throughout the globe today. The result: We have become one of the worlds leading suppliers of highly efficient and eco-friendly complete systems for distributed energy and heat generation (combined heat and power cogeneration systems).

With our deep understanding of the entire value chain we are a reliable partner in the development of customized and efficient energy solutions.

Job profile:

• Senior sales representative of MWM brand in Asia Pacific Region dedicated for direct sales business growth

• Responsible for direct sales business development with support from regional commercial teams (Sales PM Service ) and MWM Solution Center (MCS) under direct leadership of MWM APAC Regional Director

• Close collaboration with EPC (Engineering Procurement Construction) and Engineering FEED companies or consulting firms to ensure early engagement of MWM on all relevant projects plus good connections with financing firms

• Active involvement and presence in MWM marketing campaigns industrial workshops conferences and trade fairs for growing MWM image and presence in APAC region and expand MWM connections with targeted segment customers and institutional partners.

• Supervision of preparation of technical and commercial proposals in collaboration with PM Sales Support and Proposal Teams

• Management and coordination of technical and commercial proposal negotiation with direct customers

• Ensuring a high level of forecasting accuracy via SFDC for incoming orders and working closely with Head Office on Product delivery time pulse check

• Maintenance of highly engaging customer relationship and satisfaction from all aspects of business cooperation for future repeated and or referred sales leads

Candidates Qualifications and Requirements profile:

• Successfully completed engineering or business degree preferred with a master degree of business administration.

• Specialization in mechanical engineering/industrial engineering/electrical engineering or equivalent will be considered advantage.

• At least 5 years of successful experience in industrial sales and/or project management in industrial environments in APAC region preferably in gas engine and energy and or EPC business sectors.

• Extensive knowledge of Industrial customers in APAC regions with special attention on Data Center Metal & Mining & Minerals Chemical Power Generation Biogas power plant and other major industries (Industrial Park Pulp & Paper Textile Food Industry etc. ) in region will be considered strong advantage

• Chinese Mandarin and fluency in English is a must for language capabilities. And strong business sense and acumen are preferred

• High level of initiative open-mindedness and intercultural competence to create an engaging working atmosphere

• Professional and confident appearance and the ability to represent the company in front of C suite of major customers in the region

• Above-average commitment and willingness to travel (at least 50% of the time up to 75% )

Skill Descriptors

Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.

Level Extensive Experience:

Facilitates creation of the right products and services to resolve customer business issues.

Fosters strong customer relationships via delivery on commitments open communication and on-going feedback/improvement.

Advises others on creating customer focused environments in various scenarios.

Anticipates customer needs focusing efforts to proactively meet needs and exceed customer expectations.

Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.

Communicates and models the criticality of customer focus as an organizational strategy.

Industry Knowledge: Knowledge of the organizations industry group trends directions major issues regulatory considerations and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

Level Working Knowledge:

Discusses industry-specific flagship products and services.

Demonstrates current knowledge of the regulatory environment for industry segment.

Describes the contribution of own function as it relates to the industry segment.

Participates in major industry professional associations; subscribes to industry-specific publications.

Currently works with a major industry segment and associated functions and features.

Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

Level Extensive Experience:

Differentiates assumptions perspectives and historical frameworks.

Evaluates past decisions for insights to improve decision-making process.

Assesses and validates decision options and points and predicts their potential impact.

Advises others in analyzing and synthesizing relevant data and assessing alternatives.

Uses effective decision-making approaches such as consultative command or consensus.

Ensures that assumptions and received wisdom are objectively analyzed in decisions.

Effective Communications: Understanding of effective communication concepts tools and techniques; ability to effectively transmit receive and accurately interpret ideas information and needs through the application of appropriate communication behaviors.

Level Extensive Experience:

Reviews others writing or presentations and provides feedback and coaching.

Adapts documents and presentations for the intended audience.

Demonstrates both empathy and assertiveness when communicating a need or defending a position.

Communicates well downward upward and outward.

Employs appropriate methods of persuasion when soliciting agreement.

Maintains focus on the topic at hand.

Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.

Level Working Knowledge:

Works to achieve win-win in negotiations rather than taking a win-lose approach.

Focuses on issues rather than personalities.

Uses active listening and probing techniques to surface problems issues and interests.

Demonstrates a willingness to examine own position.

Presents own position and listens attentively to position of others.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients vendors and peers.

Level Extensive Experience:

Communicates to clients regarding expectations of all parties.

Participates in negotiating the terms of the business relationship.

Conducts periodic reviews of work effort progress issues and successes.

Maintains productive long-term relationships with clients or vendors.

Creates opportunities to educate support teams on client priorities.

Empowers others to establish collaborative healthy relationships.

Business Development: Knowledge of business development tools techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

Level Working Knowledge:

Summarizes the stages of the business development lifecycle.

Assists in developing new geographical areas for the organizations products or services.

Implements common business development incentive programs.

Assists in creating an incentive plan to encourage new business growth and development.

Researches approaches for exploring new business opportunities.

Value Selling: Knowledge of the principles and practices for selling products technology and services; ability to provide overall product/service value and to differentiate support offerings that address clearly understood customer needs.

Level Extensive Experience:

Acquires and retains customers in multiple settings using value selling techniques.

Coaches others on the application of value selling principles and practices.

Delivers value-added services to customers beyond delivery of a purchased product technology or service consistently.

Qualifies sales prospects based on a clear understanding of customer business needs and the service companys determined ability to meet those needs.

Solicits feedback from the customer community as a valued service provider.

Teaches and coaches value selling to others within the organization.

This position requires the candidate to work a 5-day-a-week schedule in the office.

About Caterpillar

Caterpillar Inc. is the worlds leading manufacturer of construction and mining equipment off-highway diesel and natural gas engines industrial gas turbines and diesel-electric locomotives. For nearly 100 years weve been helping customers build a better more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services backed by our global dealer network provide exceptional value that helps customers succeed.

Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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